Sr. Partner Manager – System Integrators

NextGenEnergyJobs; Olympia (WA); On-site; USD 120,000 - 180,000; Full time

Job summary

NextGenEnergyJobs is seeking a Senior Partner Manager to strengthen relationships with Esri partner networks and drive joint pipeline and revenue growth. You will lead co-sell and reseller initiatives, enable partner teams on Esri offerings, and collaborate with internal teams on campaigns and opportunity progression.

The role requires 5+ years in enterprise sales or partner management, strong solution selling skills, and the ability to travel 25–50% domestically or internationally.

Qualifications

• 5+ years in enterprise sales or partner management
• Experience driving partner-influenced or partner-sourced pipeline and revenue growth
• Proven ability in solution selling and consultative engagement with enterprise customers
• Strong understanding of pipeline management, forecasting, and deal progression
• Experience executing co-sell or reseller go-to-market motions
• Ability to negotiate moderately complex agreements within established frameworks
• Strong relationship-building and communication skills across stakeholders
• Ability to travel domestically or internationally 25–50%
• Authorized to work in the U.S.
• Knowledge of data science or spatial analysis and Esri technology familiarity

Responsibilities

• Manage partner relationships within the Esri Partner Network and coordinate with internal and partner teams.
• Own partner-influenced and partner-sourced pipeline targets; execute joint account planning and co-sell motions.
• Execute co-sell and resell engagements aligned to regional or industry priorities; enable partner teams on Esri offerings.
• Articulate differentiated value propositions and ROI; apply market insights to identify growth opportunities and competitive positioning.
• Structure and negotiate moderately complex agreements within program guidelines, balancing partner and company objectives.

Skills

Enterprise sales

Partner management

Solution selling

Forecasting

Co-sell / reseller motions

Relationship building

Independent prioritization

Travel ability

Education

Bachelor’s degree in GIS, business administration, or related field

Master’s degree in GIS, business administration, or related field

Job description

Our senior partner managers build and strengthen relationships with business partners and systems integrators to collaboratively sell and promote the adoption of Esri’s technology.

Key Responsibilities

• Manage Partner Relationships. Develop and maintain productive relationships with assigned partners within the Esri Partner Network. Build trusted connections with partner stakeholders and support executive engagement as needed. Communicate effectively across internal and partner teams to ensure alignment on goals, priorities, and execution plans.
• Drive Pipeline & Revenue Execution. Own partner-influenced and partner-sourced pipeline targets for assigned accounts or segments. Execute joint account planning and co-sell motions to progress opportunities and close deals. Monitor pipeline health, forecasts, and performance metrics to improve deal velocity and results.
• Execute Joint Go-to-Market Initiatives. Independently execute co-sell and resell engagements aligned to regional or industry priorities. Enable partner teams on Esri offerings, messaging, and sales motions. Collaborate with sales, marketing, and business development teams to support coordinated campaigns and opportunity progression.
• Apply Solution Selling & Market Insight. Articulate differentiated value propositions and clearly communicate ROI to customer decision makers. Apply market analysis concepts to identify growth opportunities and competitive positioning. Contribute insights to support industry strategies and targeted marketing efforts.
• Structure & Negotiate Agreements. Independently structure and negotiate moderately complex agreements within established program guidelines, including pricing, discounts, and participation models. Balance partner and company objectives while identifying risks and ensuring scalable, repeatable deal structures.

Requirements

• 5+ years of enterprise sales, partner management, alliance management, or related experience
• Experience driving partner-influenced or partner-supported pipeline and revenue growth
• Demonstrated proficiency in solution selling and consultative engagement with enterprise customers
• Strong understanding of pipeline management concepts, forecasting, and deal progression
• Experience executing co-sell or reseller go-to-market motions
• Ability to negotiate moderately complex agreements within established frameworks
• Strong relationship-building and communication skills across internal and external stakeholders
• Ability to operate independently and manage competing priorities
• Technical familiarity with enterprise software platforms
• Familiarity with Esri technology in support of partner campaigns across the lifecycle (planning, targeting, analysis, communications)
• Ability to travel domestically or internationally 25–50%
• Bachelor’s degree in GIS, business administration, or a related field
• Visa sponsorship is not available for this posting. Applicants must be authorized to work for any employer in the U.S.
• General knowledge of data science or spatial analysis and how it is used for problem solving and uncovering patterns and trends within organizations
• Awareness of marketing tactics and strategies
• Master’s degree in GIS, business administration, or a related field
• Esri’s competitive total rewards strategy includes industry-leading health and welfare benefits: medical, dental, vision, basic and supplemental life insurance for employees (and their families), 401(k) and profit-sharing programs, minimum accrual of 80 hours of vacation leave, twelve paid holidays throughout the calendar year, and opportunities for personal and professional growth. Base salary is one component of our total rewards strategy. Compensation decisions and the base range for this role take into account many factors including but not limited to skill sets; experience and training; licensure and certifications; and other business and organizational needs.
• A reasonable estimate of the base salary range is